Abstracts – Browse Results
Click on the titles below to expand the information about each abstract.
Viewing 8 results ...
Cheung, F K T, Kurul, E and Oti, A H (2016) A case study of hybrid strategies to create value for a contracting business in the education sector in England and Wales. Construction Management and Economics, 34(04), 335-52.
Hellström, M, Wikström, R, Gustafsson, M and Luotola, H (2016) The value of project execution services: A problem and uncertainty perspective. Construction Management and Economics, 34(04), 272-85.
- Type: Journal Article
- Keywords: project management; uncertainty; service delivery; value; action research; marketing
- ISBN/ISSN: 0144-6193
- URL: https://doi.org/10.1080/01446193.2016.1151062
- Abstract:
Like services in general project execution services ought to be marketed and sold based on the value they add rather than the cost they accrue. Project services are typically complex and abstract, and hence their benefits are difficult to directly explicate. The aim is to investigate how contractors and suppliers can overcome this dilemma and exercise value-based selling in terms of the typical services they provide. A design science inspired study was used to create a service configurator addressing the dilemma. At the same time the configurator provided a means for studying the value identification and communication process in six sales projects. It is concluded that contractors and suppliers ought to approach customer value by looking for problems that create uncertainty in the underlying investment and to match them with suitable services. Key in communicating the value of the services is to focus on creating certainty as to the parties' ability to cope with the uncertainty in the investment with the help of these services.; Like services in general project execution services ought to be marketed and sold based on the value they add rather than the cost they accrue. Project services are typically complex and abstract, and hence their benefits are difficult to directly explicate. The aim is to investigate how contractors and suppliers can overcome this dilemma and exercise value-based selling in terms of the typical services they provide. A design science inspired study was used to create a service configurator addressing the dilemma. At the same time the configurator provided a means for studying the value identification and communication process in six sales projects. It is concluded that contractors and suppliers ought to approach customer value by looking for problems that create uncertainty in the underlying investment and to match them with suitable services. Key in communicating the value of the services is to focus on creating certainty as to the parties' ability to cope with the uncertainty in the investment with the help of these services.;
Ling, F Y Y and Li, S (2016) Business models for foreign firms offering construction-related consultancy services in China. Construction Management and Economics, 34(04), 218-35.
Mills, G R W and Razmdoost, K (2016) Managing value co-creation/destruction: A longitudinal education capital programme/project case study. Construction Management and Economics, 34(04), 286-301.
Murtagh, N, Roberts, A and Hind, R (2016) The role of environmental sustainability in marketing of small architectural design practices. Construction Management and Economics, 34(04), 258-71.
Preece, C N, Mat Isa, C M, Saman, H M and Che Ibrahim, C K (2016) Development of entry location, entry timing and entry mode decision model for construction firms in international markets. Construction Management and Economics, 34(04), 236-57.
Razmdoost, K and Mills, G (2016) Towards a service-led relationship in project-based firms. Construction Management and Economics, 34(04), 317-34.
Swarts, K M, Lehman, K and Lewis, G K (2016) The use of social customer relationship management by building contractors: Evidence from Tasmania. Construction Management and Economics, 34(04), 302-16.